Educational guide

IDENTIFYING DATA

2023_24

Subject

BUSINESS NEGOTIATION

Code

00512039

Study programme

0512 - GRADO EN COMERCIO INTERNACIONAL

Descriptors

Credit.

Type

Year

Period

Optional

Second

Language

Castellano

Prerequisites

Department

DIREC.Y ECONOMIA DE LA EMPRESA

Coordinador

MINAYA BARRERA , PEDRO ENRIQUE

E-mail

pminb@unileon.es
bjimp@unileon.es

Lecturers

JIMENEZ PARRA , BEATRIZ

MINAYA BARRERA , PEDRO ENRIQUE

Web

http://

General description

Tribunales de Revisión

Tribunal titular
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	GONZALEZ ALVAREZ , NURIA
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	HERRERA , DANNY LILIANA
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	FERNANDEZ GAGO , ROBERTO

Tribunal suplente
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	CABEZA GARCIA , LAURA
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	MIGUEL DAVILA , JOSE ANGEL
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	MARTINEZ CAMPILLO , ALMUDENA

Competencias

Code
A6643
A6649
A6654
B778
B790
B798
B799

Learning aims

	Competences
	A6643 A6649
	A6654	B778 B798
		B790
		B799

Contents

Topic	Sub-topic
PART 1	1. Negotiation: First ideas Concept and definition of negotiation. Typologies. Negotiation objectives. The negotiation process based on principles. 2. Development of the conflict study Conflict: concept, approach and typology. Schools and theories about conflict. Conflict management 3. Individual and psychological issues Key negotiation styles. Key negotiation temperaments. Power effects on negotiation process. Persuasion principles. 4. Stages of the negotiation process Preparation stage. Introduction stage. Initiation stage. Intensification stage. Closing stage. Tactics, styles and ethics. 5. Mediation process and team negotiation Third parties intervention in the negotiation process: Mediator role and process arrangements. Mediation strategies and tactics. Intermediation levels. Team negotiation: Groups dynamic. “Good cop, bad cop” tactic. Advantages and disadvantages. 6. International Issues Culture and cultural factors. Cultural dimensions in the negotiation process. Negotiation styles in different geographical areas.
PART 2	1. Negotiator’s dilemma. Game theory. Tree decision models. 2. Competitive and integrative negotiations Competitive negotiations: Key concepts. Tactics and other important issues. Integrative negotiations: Negotiation packs and efficient contracts. Element assessment. Joint value creation. Preference ranking.

Planning

Methodologies :: Tests
	Class hours	Hours outside the classroom	Total hours
Case study	23	13	36

Tutorship of group	9	10	19

Lecture	22	27	49

Mixed tests	4	24	28
	2	16	18

(*)The information in the planning table is for guidance only and does not take into account the heterogeneity of the students.

Methodologies

Methodologies ::

	Description
Case study
Tutorship of group
Lecture

Personalized attention

Tutorship of group

Mixed tests

Description

Assessment

	Description	Qualification
Case study		Su valoración relativa será del 20% de la nota final de la asignatura.
Mixed tests		Supondrán el 40% de la calificación final.
		La valoración de la realización y exposición del trabajo supondrá el 40% de la nota final de la asignatura.

Other comments and second call

Sources of information

Access to Recommended Bibliography in the Catalog ULE

Basic

Complementary

Recommendations

Subjects that it is recommended to have taken before

PRINCIPLES OF BUSINESS ADMINISTRATION / 00512003

HUMAN RESOURCE MANAGEMENT / 00512016

INTERNATIONAL COMPANY MANAGEMENT / 00512026